How innovative producers are using today’s hybrid products

By Charles K. Hirsch, CLU From the December 01, 2012 issue of Life Insurance Selling. Charles K. Hirsch, CLU, is a contributing editor at Life Insurance Selling. In this dynamic year for long-term care insurance products, a lot of agents have added the relatively new hybrid products to their sales portfolio. These products, which either combine … Continue reading

Supplemental accident coverage: Protect, serve and profit

Supplemental products provide a valuable service for clients, and if commissions are maintained at current levels, they can serve as a key incremental revenue stream for brokers. Following the Supreme Court ruling on the Patient Protection and Affordable Care Act (PPACA) and as health insurance carriers seek ways to manage their business to meet the … Continue reading

The great opportunity in hybrid products

For those clients and prospects who object to  stand-alone LTCI policies, properly presented  hybrid products can be very convincing. Any agent who has sold long-term care insurance has heard these objections before: “That’s too expensive.” and “What if I don’t use it?” In fact, about two years ago, I was creating a financial plan with … Continue reading

The flexible long-term care plan

When used creatively, combo products can ensure your clients’ long-term care needs are covered, whatever might happen down the road. It may not be detectible to everyone quite yet, but there’s a seismic shift happening among consumers and their financial professionals when it comes to preparing for long-term care. If you haven’t looked at asset-based … Continue reading

Annuity suitability law: Coming to your state soon

In 2010, the NAIC enacted the Suitability in Annuity Transaction Model Regulation to promote consumer understanding and help address complexities and improper sales practices in the annuity transaction process. The regulation requires insurers to establish a system to supervise recommendations and to set forth standards and procedures for recommendations to consumers that result in transactions … Continue reading